Get a Grip - The Marketing Power of Managing Customer Relationships
GET A GRIP ON YOUR BUSINESS [INBOUND 2014]
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Transcript of GET A GRIP ON YOUR BUSINESS [INBOUND 2014]
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GET A GRIP On Your Business
Mike Paton @Mpaton; @EOSWorldwide
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#GetAGrip
Real. Simple. Results.
q In the Trenches q My Passion q Discoveries
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#GetAGrip #GetAGrip
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Discovery
“VISION without TRACTION is hallucination” - @Mpaton @EOSWorldwide #GetAGrip #Inbound14
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#GetAGrip
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#GetAGrip 0%
100%
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#GetAGrip 0%
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#GetAGrip
Vision
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#GetAGrip
Vision
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#GetAGrip
Vision
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#GetAGrip
Vision
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#GetAGrip
Vision
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#GetAGrip
Plan
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Plan
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#GetAGrip
Plan
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Vision
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#GetAGrip
People
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Right PEOPLE
Name
The Bar
Jane Wright
John Payne
Andi Sided
+ + + + +
– – – – –
+/– +/– +/– +/– +/–
+ + + +/– +/–
The PEOPLE ANALYZER
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Right SEATS
Integrator
Sales/Marketing Operations Finance
Visionary The ACCOUNTABILITY
CHART
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Discovery
“Structure 1st, People 2nd” - @Mpaton @EOSWorldwide #GetAGrip #Inbound14
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Right SEATS
Quarterback
• Run the Offense • Score Touchdowns • Get 1st Downs • Complete Passes • Avoid Turnovers
The ACCOUNTABILITY
CHART ________________________________________________________
Name
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Right SEATS
• Gets It • Wants It • Capacity to Do It
• G • W • C
• Run the Offense • Score Touchdowns • Get 1st Downs • Complete Passes • Avoid Turnovers
Quarterback ________________________________________________________
Name
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Right SEATS
Name
The Bar
Y Y Y
Y Y Y
N Y N
Y Y Y
The PEOPLE ANALYZER
Tom Brady
Peyton Manning
Christian Ponder
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#GetAGrip
Right SEATS
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Two People Issues
q Right Person, Wrong Seat q Right Seat, Wrong Person
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#GetAGrip
People
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#GetAGrip
Data
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Company SCORECARD
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Company SCORECARD
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Company SCORECARD
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Company SCORECARD
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MEASURABLES
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Data
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Issues
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#GetAGrip
Issues
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#GetAGrip
q Identify q Discuss q Solve
IDS
Website Rock off track
Darren U. Right Person
Andi S. Right Seat
# Leads off track
Anodyne Merger
Utilization off track
Western US expansion
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q I q D q S
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Issues
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#GetAGrip
Process
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q H/R Process q Marketing q Sales q Operations q Operations q Accounting q Customer Service
Core Processes I I I I I I I I I I I I I I I I I I I I I I I I I I I I I
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Core Processes Sales Process • New Lead
• -----------------
• Initial Call/Qualify • ----------------- • ----------------- • -----------------
• Fit Meeting • ----------------- • -----------------
• Proposal • ----------------- • -----------------
• Win/Lose
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#GetAGrip
q H/R Process q Marketing q Sales q Operations q Operations q Accounting q Customer Service
Core Processes I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I
The __________ Way
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Process
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Traction
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Meeting Pulse
q 90-Day World q Weekly LEVEL 10 Meetings
§ Same Day § Same Time § Start on Time § End on Time § Same Agenda
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Level 10 Agenda q Segue 5 Minutes q Scorecard 5 Minutes q Rock Review 5 Minutes q Customer & Employee Headlines 5 Minutes q To Do List 5 Minutes
§ ________________________________ § ________________________________ § ________________________________
q Issues List/IDS 60 Minutes § ________________________________ § ________________________________ § ________________________________
q Conclude 5 Minutes
Reporting Only
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Traction
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#GetAGrip
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EOS Foundational Tools
q Accountability Chart q Rocks q Level 10 Meeting q Scorecard q V/TO
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Resources
q Books § Traction § Get A Grip
q http://EOSworldwide.com/inbound14 q EOS Implementers q HubSpot Partners
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HubSpot Partners
Marisa Smith [email protected]
Martin Thoma [email protected]
Mike Rose [email protected]
Gabe Wahab [email protected]
Karen Seketa [email protected]
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Final Thoughts
q Choose – and USE – a System q Get What You Want
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Thank you!
“Use a system; Get what you want…” - @Mpaton @EOSWorldwide #GetAGrip #Inbound14
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GET A GRIP On Your Business
Mike Paton @Mpaton; @EOSWorldwide